First and foremost, please let me apologize to all my clients and followers for not posting an item here and on my Blog last week. I have excuses but you don't need to hear them so let's move on. I stand reprimanded !
Our Perspective this week deals with REFERRALS and their value to a professional salesperson. Specifically, do you ask for them ? Are you comfortable asking for them ? And why would somebody even offer a referral ?
Like most of the items I bring to my "coaching" practice ( notice I said practice ), most of what I've learned about asking for referrals and getting them has come from two primary sources. One being my mentors, George Dudley and Shannon Goodson plus # 2 mentor is Robert Cialdini, noted educator, author, and recognized authority from Arizona State University. Dr. Cialdini is the Regent's Professor of Psychology and Marketing.
Some of us have a tough time asking for referrals. The reasons are numerous and vary with each of us. But being a professional salesperson and better understanding what thought processes go through the minds of your daily contacts could be a awesome resource. Having a better understanding could ease some of your fears and add to your knowledge of how other peoples mind may work.
Referrals and the effort to ask for them is a challenge for most of us. And Dr. Cialdini explains through his various books that not only do most people in the business world enjoy helping someone else to be successful; he points out that there are times to ask which will give better results. His website is www.influenceatwork.com .
In such a short space ( intentional ) I can't give you all the awesome details. But overcoming any resistance you may have to asking for referrals could be a real boon to your success. I'm always amazed when someone ( a professional salesperson ) says to me "it's sure nice to get a referral because it makes my job so much easier". I then ask how they got the referral and they say by doing a good job for one of my customers.
I know from administering the exam that I provide to measure the "fears" of salespeople ( for many years ) that "Referral Aversion" is a common fear. I can only encourage you to learn more and make sure that you are doing everything possible to be the "BEST" at what you do for a career !
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